Connect the Dots
To discern growth opportunities, link merchandise results to circulation results
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Phil Minix
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For example, look for items that, during a square-inch analysis, appear to be successful but actually may be doing more harm than good in the long-term. Some items in your assortment get cherry-picked by new customers who never buy again. In most customer-acquisition models, catalogers don’t make money on a customer until after his or her first purchase.
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- J. Schmid & Assoc.
Phil Minix
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